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The purpose of this paper is to describe a case study used in a strategic sales class that employs the use of work-based learning pedagogy to expose students to real-life cold calling experiences. This real-life cold calling experience involves students within the course building a target list of prospective students for a small liberal arts college. The students must then construct pre-call strategies, build rapport with prospective students and finally “close the deal” by having the prospective student visit campus.

This paper begins by describing work-based learning as a unique pedagogical method and the importance of cold-calling skills in the context of workplace skills in demand. Theoretical foundations in Lichtenstein and Lyon’s (1996) entrepreneurial skillset is analyzed, as is the application of “live” group projects. The case is then described in detail and focuses on the project itself, the personal and group incentives used in the course of the project, and finally, a review of the learning outcomes and desired skillset outcomes for the class.

The case shows that students can learn and implement the behaviors, attitudes and practices that make professional cold-callers successful. The impact on the university can also be seen since real contributions were made to the recruiting efforts of the college vis-à-vis higher matriculation numbers. The entrepreneurial skillsets and “live” group project literature is contextualized in light of the findings of the project. This research found that students engaged in varying levels of progress in their managerial, entrepreneurial, technical skillsets as well as levels of personal maturity. Finally, the authors provide guidance for future research to expound the findings of this project by testing the variables using quantitative methodologies.

The paper showcases an innovative pedagogic approach to exposing students to the best practices of cold-calling and allows them to exercise these tools real time as they make actual cold calls and work toward sales incentives. The focus on recruiting new students as customers of the college serves is not only active classroom learning, but it also serves mission-based outcomes to help the college achieve desired recruiting goals. This case study will provide a tool for small, liberal arts colleges to use which mobilizes faculty and students in the effort to recruit new students, in an environment where enrollment numbers are falling for this market sector in higher education.

International Business, Ethics, International Legal Issues/Law, Environmental Management.

Upper-level undergraduates and graduate students. The case is appropriate for courses in International Law, Ethics, International Business and Strategy.

This case is inspired by current ethical, legal, social and environmental issues that have plagued the multinational mining industry in frontier markets. The case focuses on a multitude of legal, ethical and strategic issues involving the multinational mining industry. This case describes a hypothetical assignment facing an operations manager at the fictional Minera, Inc. The assignment revolves around several dilemmas a manager must confront as he attempts to secure valuable mining licenses from the Mongolian Government while simultaneously attempting to harmonize seemingly detrimental operating practices with the organizations' stated beliefs. The case provides detailed background information on the social, economic and political climate in Mongolia, as well as the applicable laws, ethical frameworks and competitive market considerations facing multinational mining organizations.

This case will help students understand the complexity of international business in frontier markets; identify key international legal issues such as the foreign corrupt practices act; and recognize ethical issues and formulate economically, strategically, ethically and legally sound courses of action in complex environments.

Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

The library of the British Museum (Natural History) [BM(NH)] is rightly regarded as one of the premier scientific libraries of the world. In its field it contains holdings of unpar‐alleled richness and depth, with a wealth of rare and original materials. The Department of Library Services (DLS) contains five specialist libraries ‐ Botany, Entomology, Zoology (including its subdepartment of Ornithology at the Zoological Museum, Tring), Palaeontology/Mineralogy and the General Library which contains multi‐disciplinary material. The specialist libraries themselves are responsible for sectional libraries each dealing with more specialised scientific applications, for example the Entomology Library has control over 22 sectional libraries, each under the day‐to‐day care of the research staff themselves, and situated in the scientists' own working area. Within these libraries DLS has holdings of some eight hundred thousand volumes; over twenty thousand serial titles (between nine and ten thousand current subscriptions); over seventy thousand maps; over 400,000 original watercolour drawings ‐ the third largest collection in the country.

This chapter examines the framing of the Black Lives Matter (BLM) Movement in mainstream media. An analytic sample of 4,303 articles collected from the Dow Jones Factiva database reveals variation in depth, breadth, and intensity of BLM coverage in the following newspapers between 2012 and 2016: The St. Louis Post-Dispatch, The New York Times, The Washington Post, The Wall Street Journal, and Al Jazeera English. We review contemporary literature on racial inequality and employ Media Framing and Critical Race Theory to discuss the implications of our findings on public perceptions, future policy formation, and contemporary social protest worldwide.

Mr and Mrs Martin, the claimants, received financial advice from Mr Sherman, a representative of the Life Association of Scotland in 1991. The long‐term insurance business of the Life Association for Scotland was transferred to Britannia Life Ltd. in 1994, hence their position as Defendant to this claim. The financial advice the Martins received involved, in brief, a remortgage of their house, the surrender of a number of existing life policies which were collateral security for an existing mortgage on the house, the taking out of a new endowment policy and a pension policy with the new endowment policy being charged as collateral security on the mortgage. The judge described Mr Sherman as being, at the material time, a self‐employed financial consultant but he was actually for the purposes of the Financial Services Act 1986 a company representative of the Life Association for Scotland (LAS) authorised only to advise, market and sell that group's products. Mr Sherman was therefore a company representative of LAS within the meaning of rule 1.2 of the then applicable rules of the Life Assurance Unit Trust and Regulatory Organisation (LAUTRO).

There is a pressing need to teach students how to talk critically about race to understand the personal and political implications of racism in the contemporary US society. Classroom race talk, however, often includes moments of discomfort or confusion as teachers and students navigate new norms for making sense of race and racism. The purpose of this paper is to examine how one white teacher and her multiracial class of fourth-grade students navigated race talk tensions while reading and discussing shared texts.

Data for this paper were collected as part of a larger, year-long qualitative study on antiracist pedagogy. In this paper, the author analyzes video data of classroom race talk recorded during whole-class and small-group literacy lessons. Using inductive coding and reconstructive critical discourse analysis, the author examines how the teacher and students co-constructed meaning during tense or confusing conversational moments.

The findings demonstrate that the teacher and students jointly mediated tensions by using the practices of racial literacy, which included learning about the history of racial inequality in the USA, considering racism as structural and systemic rather than individual and asking and answering questions for continued inquiry and critical self-reflection. While previous research studies have characterized race talk tensions as problems or obstacles to student learning, the findings from this study suggest that tensions can be generative to developing and enacting racial literacy.

In the current political climate, alarmist rhetoric issued by conservative politicians and media outlets has discredited race talk as harmful or damaging to children. This study offers a positive reframing of tensions, which may provide teachers encouragement to pursue literacy instruction that equips students with knowledge and skills to better understand and confront racism.

The challenge of connectivity in Texas, between libraries and between citizens, is complicated by the state's size—both geographic and demographic—and its diversity—ethnic, economic, and technological.

This volume begins with two chapters that draw on evolutionary sociology to advance our understanding of interpersonal processes and their role in social organization. In “The Biology and Neurology of Group Processes,” Jonathan H. Turner and Alexandra Maryanski draw on three areas of evolutionary sociology (cladistic analysis, comparative neuroanatomy, and ecological analysis) to show how understanding the selection pressures acting on the brain over millions of years can help us get a better grasp on the biologically based capacities and propensities that are involved in group processes such as role-taking and role-making. An improved understanding of these processes means better explanations of how humans create, sustain, and change social structures and culture – topics that lie at the core of sociological inquiry. At the same time, Turner and Maryanski's chapter will give sociologists much to think about and debate, as one of the main conclusions of their argument is that neurology explains human capacities to develop non-kin groups more than culture. The next chapter entitled “Sacrifice, Gratitude, and Obligation: Serial Reciprocity in Early Christianity,” by Richard Machalek and Michael W. Martin, may be seen as giving more equal explanatory weight to culture and biology in a theoretical analysis that combines a focus on cognitive processes (historically unique meanings and ideas) with evolutionary sociological insights about emotions in order to generate better explanations of complex socio-historical developments. Specifically, Machalek and Martin extend Rodney Stark's analysis of how ideas contributed to the rise of Christianity by showing how the evolved features of human emotionality related to “paying it forward” (or serial reciprocity in more formal terms) may have also played an important role in this historical process. Both chapters provide excellent examples of the value of combining multiple theoretical perspectives and paying attention to the interplay of social and biological forces.